Sales for New Account Representatives

Overview/Description
 The financial services industry desires to meet its customers' financial needs. It is imperative to know how to determine a customer's needs prior to recommending any financial solutions. This course will give you opportunities to practice methods of identifying these needs and turning this knowledge into productive relationships. You will learn the sales skills to increase the profitability and productivity of the new accounts department.

Target Audience
 New and experienced account representatives, personal bankers and other banking professionals who work with new accounts.

Expected Duration
3.0 hours

Lesson Objectives:

Get Ready to Sell

  • identify the benefits of preparing for sales in the financial industry.
  • identify elements that promote a positive attitude toward sales in the financial services industry.
  • identify the skills that promote relationship building in sales in the financial services industry.
  • identify sources of product expertise.
  • differentiate between financial service products and services.

    • The Basics of Financial Service Sales

  • identify the benefits of exercising basic sales practices in the financial services industry.
  • identify the practices necessary in determining the buying motives of financial service customers.
  • identify elements of a successful sales talk.
  • in a role play, effectively apply techniques for successful sales talk.
  • identify opportunities for cross-selling in the financial services industry.
  • in a given scenario, effectively employ cross-selling techniques in the financial services industry.

    • Sales in Action

  • identify why sales opportunities arise in the financial services industry.
  • sequence the five steps of a sales strategy.
  • effectively apply the elements of a sales strategy in a given scenario.
  • identify elements of the positive presentation strategy.
  • effectively apply the positive presentation strategy, in a given scenario.
  • sequence the three-step process to overcoming objections in financial service sales.
  • in a given scenario, practice overcoming objections of financial service customers.
  • identify acceptable closing tactics.

    • Course Number: FS0204